Perhaps one of the best decisions a sales manager will make is engaging the services of a company that provides sales training consulting. There are several important factors to consider when choosing the best consultants, including:
Reputation
The process of hiring a sales training consulting firm starts with general research. Research can be conducted online or via word-of-mouth, or both. The first thing to consider is the reputation of the candidate form. This can often be done by exploring the content of their website.
Professionalism
When you first begin to discuss your needs with potential consulting companies, ask yourself a direct question. Are they responsive? Do they reply to your emails and telephone calls? Does the company appear to be well-informed about your business? Who does the talking, you, or them? If the company does not seem interested in learning your goals and your needs, it may be wise to keep looking.
Curriculum
Knowing you need for a skills improvement program is one thing. Establishing if the program aligns with your needs is another thing altogether.
From the early stages of your conversations, ask if the program will result in the skills improvement and change in behavior you want. Although many factors enter into the equation, look first for a program that embraces pre-training assessments and post-training coaching.
Customization
Most training programs will require some degree of customization to fit the unique needs of your organization.
You will want to work with a sales training consulting firm that is quick to understand your business, its goals, and the competitive challenges. Ensure that you are provided with a comprehensive bio of the team working with you and your people. In this way, you can evaluate the team’s experience and background.
Look for a program that includes pre and post-training assessments as well as reinforcement. It is imperative that you fully understand what to expect before, during, and after training.
